Job Description:
Company Overview
ITW (NYSE: ITW) is a Fortune 200 global multi-industrial manufacturing leader with revenues totaling $14.8 billion in 2018. The company's seven industry-leading segments leverage the unique ITW Business Model to drive solid growth with best-in-class margins and returns in markets where highly innovative, customer-focused solutions are required. ITW has approximately 50,000 dedicated colleagues in operations around the world who thrive in the company's unique, decentralized, and entrepreneurial culture.
Hi-Cone, a division of ITW, is a leading supplier of sustainable multi-packaging systems for alcohol, soft drink, and general products industries. We are advocates of packaging alternatives that generate sustained margin contributions for our customers and major retailers. Our customers demand maximum quality, exceptional value, market performance and innovation. We meet those demands by offering the most cost-effective, efficient and reliable secondar packaging solution.
Position Summary:
As a key member of the global sales organization, the Key Account Manager (KAM) plays a critical role in developing, managing, and growing strategic customer relationships. Reporting to the Sales Director, this role serves as the primary commercial interface between the customer and the organization, ensuring alignment between customer needs and our value proposition. The KAM drives profitable growth by identifying new business opportunities, expanding existing relationships, and delivering value-added solutions that support the customers' sustainability, operational and supply chain goals. Working cross-functionally with Sales, Operations and Quality, the role ensures seamless execution from concept through commercialization.
This position requires a strong understanding of beverage packaging market dynamics, negotiation skill to convert opportunities and relationship orientation. The KAM is accountable for contract negotiation, pricing strategy, volume forecasting and long-term account planning, while maintaining high level of customer satisfaction and retention.
Primary Responsibilities:
Defend and grow Share across strategic accounts
Defend share of the secondary packaging market across Hi-Cone's Strategic customers through disciplined Strategic Sales Excellence.
Increase customer intimacy and reliance through Key Account Mapping, Quarterly Business Reviews, and execution of CBI.
Develop a deep understanding of each customer's global packaging strategy, identifying decision makers, influencers, and objections.
Champion cross-functional engagement at all customer levels to ensure alignment, responsiveness, and execution excellence.
Lead the commercial transition to PCR (Post-Consumer Recycled) solutions through advocacy, education, and hands-on leadership.
Partner with Marketing to drive advocacy, defend Hi-Cone's value proposition, and promote Sustainable partnerships.
Drive revenue and margin growth
Embrace an aggressive growth mindset to deliver incremental revenue and margin growth through share gain, CBI execution, and expanded use of MPC (labeled) carrier solutions.
Leverage the Explore tool to identify customer pain points, unmet needs, and whitespace opportunities.
Translate customer insights into opportunities, and deliver differentiated solutions that reinforce Hi-Cone's value proposition.
Mobilize cross-functional teams (Operations, Quality, Supply Chain, Pricing, Finance) to advance opportunities through the sales funnel and successfully commercialize new carrier projects.
Lead compliance of key commercial terms and ensure customer KPI's are achieved:
Establish, negotiate, and maintain commercial agreements, ensuring compliance across Operations, Service, Quality, Pricing, and Finance.
Serve as the voice of the customer, building trusted, strategic relationships and demonstrating deep knowledge of the customer's business.
Develop customer-specific Key Performance Indicators (KPIs) and drive accountability with internal operational teams to ensure commitments are met.
Proactively resolve delivery, quality, pricing, and service issues to protect trust, retention, and long-term value.
Job Requirements:
Education - Degree in Business, Sales, Marketing or equivalent experience
Professional Experience and Capabilities :
Education - Degree in Business, Sales, Marketing or equivalent experience
Account Management & Sales - Manages key activities (calls, visits, quotes), ensures growth opportunities coverage and prioritization, Challenges assumptions and unlocks stalled deals, Co-creates value and embeds the partnership into the customer's strategy.
Beverage Packaging Market Experience- Understanding of beverage/packaging market preferably with co-packing and ability to adapt to changing market landscape
Strong Negotiation- the ability to confidently lead discussions, address objections, and reach mutually beneficial agreements that protect value and support long-term client relationships
Presentation Skills - Develops relationships beyond procurement and leverages functional resources to further penetrate customer. Can connect Hi-Cone's value proposition to customer needs.
Commercial Acumen- Ability to use insights and experience to quickly draw conclusions and make decisions.
Customer Partner Focus- Builds long-term relationships with existing clients. Conflict resolution- resolving customer delivery, quality, pricing issues. De-escalates problems and restores trust with customers. Active check in and "well visits" with customers
Sales Strategy- Account-based growth & retention, thinks strategically
Execution Skills- Cross-sells, upsells, delivers results
Planning & Forecasting- Account plans, risk identification
Collaboration- Coordinates internally to deliver value (service, ops)
Performance Metrics- Retention rate, wallet share, Net Promoter Score (NPS)
Problem Solving- Resolves issues quickly to protect and grow revenue
Market Intelligence- Uses data to anticipate customer needs
Character traits and behavioral competencies required :
Adaptability and Resilience- Able to adapt to changing market conditions and work tirelessly with an aggressive growth mindset.
Cross-Cultural Agility - ability to adapt communication and relationship-building approaches to effectively work with customers from diverse cultural backgrounds
Curiosity- Leverages curiosity to gain insight and perspective relative to business and relationships.
Relationship Orientation- Connects well with people, builds deep trust with multiple levels of the organization, can quickly identify key influencers and decision makers. Understands the customer's business, challenges, and future direction.
Structure and Predictability- Prefers to work in an environment with structure and predictability. Comfortable with slower cycle and delayed rewards. Sees conflict as something to manage, not "win"
Analytical- Intuitive, strategic mindset, capable of analyzing data and forming business strategies
Communication skill- Ability to gather, organize and effectively share key information with business partners both internally and externally
Leads Effectively- ITW leaders achieve outstanding performance with others. They are collaborative, communicate effectively, and can implement change. They are self-aware and know how to use personal influence rather than positional power to get things done. They role model ITW's values.
Strategically Positions the Business to Win- ITW leaders understand what is required to win. They are strategic and anticipate future trends. They bring an outside-in perspective to drive innovation in the organization. They demonstrate a strong enterprise mindset and do what is right for ITW as a whole.
Develops and Manages Talent- ITW leaders are outstanding developers of talent. They see talent as a strategic advantage and are constantly sourcing, coaching, and developing our people in order to build a talent pipeline. They motivate and inspire others to excel.
Delivers Results- ITW leaders execute and deliver. They exhibit exceptional business acumen and excellent project management skills. They are stewards of the ITW Toolbox. They hold themselves accountable for consistently meeting ITW's earnings targets.
ITW is an equal opportunity/affirmative action employer. All qualified applicants will receive consideration for employment without regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected veteran status, age, or any other characteristic protected by law.
Compensation Information:
$120,000-$170,000 is within the range of this position. The specific hiring rate within the posted pay range will depend on the successful candidate's qualifications, location and prior experience
ITW is an equal opportunity employer. We value our colleagues' unique perspectives, experiences and ideas and create workplaces where everyone can develop their careers and perform to their full potential.
As an equal employment opportunity employer, ITW is committed to equal employment opportunity and fair treatment for employees, beginning with the hiring process and continuing through all aspects of the employment relationship.
All qualified applicants will receive consideration for employment without regard to race, color, sex, gender identity, sexual orientation, religion, national origin, age, disability, protected Veteran status or any other characteristic protected by applicable federal, state, or local laws.
